© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 1 Industry Solutions Software Enterprise Content Management Business Partner Guide Value Propositions
© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution.
Dec 13, 2015
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© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1
Industry Solutions Software Enterprise Content ManagementBusiness Partner GuideValue Propositions
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.2
What Is Enterprise Content Management?
“Enterprise Content Management (ECM) is the technologies used to capture, manage, store, preserve, and deliver content and documents related to organizational processes. ECM tools and strategies allow the management of an organization's unstructured information, wherever that information exists.”
Market Opportunity
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.33
Market Opportunity - The Continued Explosion of Information
80% of new information growth is unstructured content – 90% of that unmanaged
1990 2000 2010 2020
Source: IDC, The Digital Universe Decade – Are You Ready?, May 2010
2009
800,000 petabytes
2020
35 zettabytes
ECM is a Huge Market Opportunity
Half of our 2010 revenue was partner driven
4 Billion Dollar Market opportunity
Market Opportunity
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.4
ECM Opportunity Basics
Paper is still an important source of documentation. Can your customer easily access the right files?
Electronic content must be controlled. Can your customer find the right version?
Business processes are built around unstructured information. Does your customer have the right information in context?
Regulatory and legal requirements are increasing. Is your customer consistently enforcing corporate policies without over burdening the worker?
Decisions are not made in a void. Can your customer effectively work with colleagues both inside and outside the business?
Market Opportunity
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.55
Document imaging & capture
Document capture automation
Production imaging
Enterprise report Management
The path to value lies along one or more specific business solution entry pointsThe path to value lies along one or more specific business solution entry points
Advanced case management
Comprehensive case management
Integrated collaboration and rules
Case analytics
Content-centric BPM
Social content management
Office document management
Social content & collaboration
Platform standardization & consolidation
Content analytics
Enterprise search
Content assessment
Master content
Informationlifecycle
governance
Smart archive
Records management
eDiscovery
Disposition & governance
Enterprise Content Management Portfolio Overview
Portfolio Overview
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.66
To optimize business outcomes Smarter organizations manage content for value
SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES
Castilla y León has automated routine processes to focus on exceptions.
SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION
Thomas Miller meets its e-mail archiving, retention and compliance requirements.
SMART IS … DIGITIZING PAPER
Citi cuts application processing time from over 2 weeks to just 2 days.
SMART IS … RAPIDLY DERIVING CONTENT INSIGHTS
A German police department uses analytics to help solve crimes.
SMART IS … TEAMING WITH CUSTOMERS/PARTNERS
Sennheiser uses global collaboration platform for content
Portfolio Overview
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.7
Value Proposition for partnering with IBM ECM
7
Value Propositions
Why should I lead with IBM Enterprise Content Management?
According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities
A modular unified environment engineered for rapid deployment of both IBM and partner applications
Access to ECM channel technology specialists to provide enablement and solution development guidance
According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities
A modular unified environment engineered for rapid deployment of both IBM and partner applications
Access to ECM channel technology specialists to provide enablement and solution development guidance
Strong ECM Channel organization with dedicated partner management
Co-operative marketing opportunity
Outstanding SVP partner program rewarding Partners as they invest
Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions
Strong ECM Channel organization with dedicated partner management
Co-operative marketing opportunity
Outstanding SVP partner program rewarding Partners as they invest
Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions
Why should I team with IBM Enterprise Content Management?
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.8
Business Partner Profile
8
Partner Profile
Project driven or opportunistic integrator Moderate ECM skills | regional Drive smaller deals Core ECM and/or Capture centric Smaller organizations 3-5 deals a year Service to Software ratio 1-3 to 1 Resale and some SVI Small sales force
Profile of ECM VAR Profile of ECM Solution Provider
Strategic – marketing | solution oriented Line of Business and/or Industry expertise Strong ECM skills | national Drive large repeatable deals Core ECM; Case Manager; ILG; Analytics; Capture larger organizations 2-4 deals a year Service to Software ratio 3-5 to 1 Resale; SVI; support provider; authorizations moderate to large sales force w/marketing
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.9
Business Partner Reference
9
Reference
IBM Premier Level Partner in Partner World
SVP Authorized in all five IBM software brands
Track record of 200+ certifications , 500 + implementations, and a world-class Support Services organization with over 200 long-term customers
Recipient of multiple IBM excellence awards:
o 2009 IBM Most Distinguished Achievement Award
o 2008 CTO Innovation Award
http://www.enchoice.com
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
5 Quick Steps to Get Started
Visit the Enterprise Content Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and training
Complete your Enterprise Content Management Business Partner profile
Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to resell Enterprise Content Management through Training & Certification.
Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing
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Resources
Join PartnerWorld to become an IBM Business Partner, then…
© 2012 IBM Corporation
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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.11
Resources – IBM Enterprise Content Management
11
Resources
Key People:
Bob Rudis - N. A. ECM Channel Sales Manager
CONTACT: 978-409-1414
Kevin Mooney, NA ECM Business Partner Development Representative CONTACT: 1-714-327-3987
Key Places:
Become a Business Partner: Join PartnerWorld Here
Visit the ECM Home Page on Partner World Start your journey here
Check out the ECM Enablement Roadmaps Start your journey here
Learn how Watson is influencing ECM at ibm.com
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